Senior Manager, Visa Direct

About Us
Visa is a world leader in payments technology, facilitating transactions between consumers, merchants, financial institutions and government entities across more than 200 countries and territories, dedicated to uplifting everyone, everywhere by being the best way to pay and be paid.

At Visa, you'll have the opportunity to create impact at scale — tackling meaningful challenges, growing your skills and seeing your contributions impact lives around the world.

Join Visa and do work that matters – to you, to your community, and to the world. Progress starts with you.

Job Description

Work country, the role can be performed out of Sarajevo, Bosnia-Herzegovina, or Belgrade, Serbia.

Visa Direct is a payment service that Visa provides to clients (issuers, acquirers, processors, merchants and service providers) to facilitate fund transfers/disbursements to Visa accounts around the world using push payment technology, i.e. Original Credit Transaction (OCT).  Visa Direct consumer and business applications include person-to-person (P2P) transfer, person to micro-business transfer (e.g. payments to landscaper), funds disbursement (e.g. insurance claim disbursements), bill payment, cross-border remittance and more.  Currently, the push payments market around the world is estimated to be an 80T dollars opportunity. 

The Senior Manager, Visa Direct Sales will lead sales acceleration for Visa Direct for the key markets in CISSEE sub-region, focusing on Southeastern Europe markets. This is a unique opportunity to be part of building a new ecosystem in the fast-moving world of payments and one of the most important initiatives at Visa.

This role will be responsible for partnering with sales leaders to achieve aggressive sales targets and contributing to the continued growth of Visa Direct.  We will be working in an agile environment so this person must be influential in demonstrating the value of Visa Direct, proactive in ensuring we achieve our goals, and skilled in pivoting and adjusting as new information and lessons learned come to light.

This is a matrix, cross-functional role so organizational savvy and interpersonal skills are critical, as we interface with specialized product groups, financial institution sales, merchant and acquiring sales, client consulting, marketing and corporate communications, legal, and finance to coordinate the end goal of achieving aspirational objectives. 

Visa is looking for an individual that is a thought leader in strategy and business growth with a proven record of success in fast-paced environments with demanding timelines.

What we expect of you, day to day:

Achieve or exceed aggressive sales targets for Visa Direct in the SEE countries:

• Achieve annual sales goals for both merchant and acquirer sales of Visa Direct, in partnership with local sales teams
• Take clients through the sales cycle from prospecting to solutioning to deal structure to contract
• Develop sales strategy for sales acceleration, including determining high potential client targets, use cases, verticals, etc.
• Drive lead-generation and prospecting program and ensure good response to new leads coming in

Drive four key workstreams for Visa Direct growth:

• Work with existing Visa merchants and their Account Executives to cross-sell Visa Direct solution where a good fit exists
• Lead prospecting to non-Visa merchants to find the right contacts and build relationships, and sell where a good fit exists
• Identify and sell to acquirers, processors, gateways and FinTechs (i.e., “Enablers”) to have them add Visa Direct to their portfolio of offerings to their clients
• Lead a reseller program to help those Enablers grow their new Visa Direct product offering

Work with cross functional partners in the country to ensure we have what we need to be successful with our clients:

• Partner with VD Product team to develop the go-to-market strategy and ensure we have the right value proposition and product construct to meet client needs
• Work with Marketing to ensure our client facing materials are excellent and help accelerate the learning and sales process
• Collaborate with the Communications and Product teams share progress and growth to external audiences through a communication plan, PR, conference events, etc.
• Work with Finance to ensure appropriate incentive structure, modeling and incentive deal review structure and approval process
• Work with Legal to ensure client contracts that drive to successful outcomes for both Visa and our clients
• Work with Client Services to handoff from sale to implementation and ensure well-run projects

Drive pipeline development and pipeline review process in the country:

• Lead regular pipeline review and problem-solving sessions with the sales teams and help problem solve when client plans are stalled
• Support the Visa Direct Regional Sales Leader in the monthly pipeline consolidation process

Ensure sellers are ready and able to sell Visa Direct to clients:

• Work with the training liaison to drive initial and ongoing sales training across the client sales cycle
• Ensure sellers know about and have access to client-ready, legal approved sales materials
• Help sellers trouble-shoot and overcome client objections
• Work with regional global VD product teams and operations to understand state of Issuer readiness, and state of client implementations and post-launch support

This is a hybrid position. Expectation of days in office will be confirmed by your hiring manager.

Qualifications

Basic Qualifications:

• 7 or more years of relevant work experience with a bachelor’s degree or at least 5 years of experience with an Advanced Degree (e.g. Masters, MBA, JD, MD)

Preferred Qualifications:

• 9 or more years of relevant work experience with a Bachelor Degree or 7 or more relevant years of experience with an Advanced Degree (e.g. Masters, MBA, JD, MD) or 3 or more years of experience with a PhD
• Experience within one of the areas is required (and/or),
  • e-commerce
  • acquiring
  • PSP
• Financial/payment industry knowledge is a must have, push payments or real-time payments experience a plus
• Strong networking across Bosnia is highly beneficial
• Creative Self-starter with a bias toward action and proven track record for successfully developing, building, launching and commercializing technology products that delight customers
• Industry related and leadership experience, including experience leading commercialization teams, product management, strategy organization and/or management consulting
• Skilled problem-solver skills with a strong focus on delivering for clients
• Excellent listening and communication skills (both verbal and written), and executive presence, must be able to interface with senior client executives
• Ability to explain complex business and technical concepts to audiences in an approachable way to influence and drive adaption
• Demonstrated thought leadership and the aptitude to think creatively and identify new ways to innovate and differentiate products with evidence of tangible business results
• Passionate about what you do and excited about the opportunity to transform payments working for the industry leader
• Possess a high level of professionalism and leadership skills to build business relationships, trust and respect with business partners and suppliers
• Strong team player, self-motivated and the ability to work independently at coordinating across functional activities, and obtain buy-in
• An advanced degree from a top school strongly preferred

Visa is an EEO Employer

Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability or protected veteran status. Visa will also consider for employment qualified applicants with criminal histories in a manner consistent with EEOC guidelines and applicable local law.